The “Take it Away” Close

“I had a terrible thing happen to me yesterday. Opportunity knocked on my door and by the time I unhooked the chain, pushed back the bolt, turned the two locks, and shut off the burglar alarm—it was gone!”—Robert Orben

My seminar series was going very well. For eight weeks, I taught the Financial Stress ReductionâWorkshop, people were getting great results and now they often wanted to continue the process. So, I invented a course for graduates, called the Money Mastery Network.

I wrote up a flyer announcing the new course and the next week, I started making calls. I was delighted when I filled the class with just the first few phone calls. But what should I do about the people I hadn’t talked to yet? “Uh, oh,” I thought, “I’d better call everyone else to let them know the class is sold out so they won’t be disappointed if they can’t come at the last minute.”

What happened next was really funny. The typical telephone conversation went like this:

“Hi! This is Chellie. How have you been?”

“Great, Chellie! What’s happening with you?”

“Classes are going wonderfully. Did you get my flyer on the new class I’ve started for graduates?”

Their tone of voice would change at this point: “Oh, yeah. Listen, I’m not sure about…”

“Oh, I’m really sorry,” I would break in, “but I’m just calling to tell you that you can’t come. The class is already sold out.”

Immediately, now that they can’t come, they want to come: “Oh, no! I was planning on rearranging my schedule so I could come. It sounds wonderful.” “Well, I could put you on the waiting list,” I would say. “Then if I have an opening, I could call you. Or I might start another group on a different night. What night would work for you?” I filled up another class that same week, solely because people didn’t want to be left out. If it was sold out, it must be because lots of people thought the class was going to be great, which gave it huge value. When I told them they couldn’t have it, the people who had been unsure, suddenly became sure: They wanted it!

This is why you will see lots of advertising based on a limited time offer or discount that will expire. It is a classic sales principle—create a sense of urgency.

Where can you use this idea in your life? Instead of forcing spinach on the kids, or trying to wheedle them into it, why not make it special—and there’s not enough to go around? If you need an audience for the charity show, instead of begging people to come—tell people there aren’t enough seats for everyone, so they’d better make their reservations early. People don’t want to be left out; they want to be in on things.

They need you.

Today’s Affirmation: “More and more people are happily buying my services today!”

Receive Daily Posts by Email

Find What You’re Looking For

Connect With Chellie

What People Are Saying

Jenee Dana

“I can’t thank you enough for taking the time to create your workshop and share it with us. The training...

2014-10-09T22:28:15+00:00

“I can’t thank you enough for taking the time to create your workshop and share it with us. The training I received in your workshop was incredible and the best thing I could have done as a brand new business owner because I am going to start my business the right way. And thanks for being you, because you give me permission to be me, and I love that.”—Jenee Dana, My Focus Book, LLC, 323-356-0420, ucla.jenee@ymail.com

https://www.chellie.com/testimonials/jenee-dana/

Jennifer Christianson

"I started reading Chellie's book and doing her affirmations about a year before I took her class. Prior to this...

2014-10-10T20:29:11+00:00

"I started reading Chellie's book and doing her affirmations about a year before I took her class. Prior to this I had many customers (30) that bid me out for each and every project (no quality customers). There was too much to manage and no continuity. A year later I had only 5 customers with regular monthly business and am billing more than double what I had in past years. Less stress, more money and a better life! Thank you Chellie for your help! My only mistake was not taking the class sooner!" — Jennifer Christianson, Account Executive, Transcontinental Direct, 310-937-2483

https://www.chellie.com/testimonials/jennifer-christianson/

Jack Molisani

"I took Chellie's Stress Reduction earlier this year and things went great — for awhile. While slogging through a particular...

2014-10-10T20:28:14+00:00

"I took Chellie's Stress Reduction earlier this year and things went great — for awhile. While slogging through a particular "effort-full" month I spotted I had stopped applying some of the principles in the workshop. So I decided right there to sign up for Chellie's follow-on workshop, and immediately made over $45,000 in commissions in the two weeks after I started. Coincidence? I think not!" — Jack Molisani, Lead Recruiter, ProSpring Technical Staffing, 888-378-2333 Ext. 2, www.ProSpring.net

https://www.chellie.com/testimonials/jack-molisani/

P. Hamilton

"Chellie's teachings, affirmations, words, workshop homework and, most importantly, her wisdom and fun-loving spirit helped shift old patterns and belief systems and revolutionize my life — above and beyond the finances.During her workshop, money flowed to me in increasing amounts even though Iwas starting up a new business at the time did not have a product to sell. I followed her homework suggestions and did the daily affirmations and my old programming about money dramatically shifted… money showed up in the form of unearned income: a reduction in my home and office rent, lowered rates through vendors and extra capital from investors--without asking. Even the right materials for my designs showed up in October--after a frustrating and exhaustive 1 1/2 year global search. But the most important shifts came through changes in my belief system which helped me build a solid foundation for my budding business. I am grateful to Chellie, her wit, smile and laughter--her gold shoes and magic wands. My business, my health, my wealth and I thank you! Take Chellie's workshop-- it will change your life! You will never fear your finances again!" — P. Hamilton, P. Hamilton Design

https://www.chellie.com/testimonials/p-hamilton/

Moira Shepard

"I have to tell you this is the most fun workshop/class/seminar I've ever taken — and you know what a...

2014-10-10T20:25:54+00:00

"I have to tell you this is the most fun workshop/class/seminar I've ever taken — and you know what a seminar junkie I am. Besides getting a lot of great information and meeting wonderful people (Dolphins, as Chellie calls us), it's just a kick to spend time with one of the most enlightened and entertaining women I've ever met. One of the results I've gotten from the class: I'm about to pay off $24,000 of my $32,000 credit card debt (mostly from seminars, instructional books and CDs!). Another: I'm inspired to start my own coaching sessions and workshops. In my book, Chellie is a goddess! — Moira Shepard, Radio Host, 310-923-8551, www.TriumphOverTrauma.com